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Monday, July 23, 2007

IT Sales: Stress Benefits to Build Relationships

IT sales take time and effort. You need to show your clients clear benefits attached to working with you and start developing a relationship in order to get more IT sales.

What’s Your Benefit?

If you come across an IT problem you can’t solve during an IT sales call, you should focus on problems you can solve to get their attention and get them thinking about what benefits you can offer.

The IT Sales Pitch

You should be able to talk about projects you’ve done with other customers and the benefits these customers have enjoyed as a result of your solutions if you want to get your IT sales pitch to ring true.

The Relationship Will Take Time

It may take a few weeks or even months to get a solid commitment from a prospect. Patience and persistence, along with e-mails, faxes, postcards and phone calls can lead to IT sales. Just don’t be obnoxious. Call once or twice a month to gauge progress.

Answer Their Questions and Ask Your Own

See if your prospects have any issues or questions you didn’t address in order to keep the conversation going and lines of communication open. If they say, “Not today,” it doesn’t mean, “No.” Ask basic questions to gauge their progress:

1. How important is your project?

2. When do you want to start?

3. Is it urgent?

4. Where are you in the process of deciding?

5. How much research have you done?

6. Is this a good time of year for this project?

7. Do you have the budget for this project?

The Bottom Line about IT Sales

You can ask questions of prospects in many different ways to determine how close you are to IT sales. Just don’t let “later” become “no.”

Blogged By: Joshua Feinberg